Which of these statements about formula presentations is true?
a. New-task buying situations are a good time to use the formula presentation method.
b. The customer gets his or her greatest amount of talking time during the beginning of the formula sales presentation.
c. An advantage of the formula presentation is that it is most adaptable to complex selling situations
d. To successfully use the formula sales presentation method, the salesperson must previously have correctly identified the prospect's needs and wants
e. The formula presentation is based upon the SPIN procedure of developing and giving the sales presentation.
Answer: D
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Art of Selling
- The salesperson should find probes to be useful for:
- The opinion approach is most effective when:
- According to the text, what is the most structured of the sales presentation methods?
- The ______ is the basic distinguishing factor for the 4 sales presentation methods.
- ________ occurs when a company's sales team conducts an educational seminar for the customer company about state of the art developments
- In selling highly complex or technical products, such as insurance, industrial equipment, accounting systems, and computers, salespeople often are required to make several sales calls to developed a detailed analysis of a prospect's needs. What kind of sales presentation would such a selling situation require?
- The need satisfaction sales presentation has several phases. Select the alternative that presents the phases in their correct order.
- Which of the following is a disadvantage of the needs-satisfaction sales presentation?
- Which of these statements about the formula sales presentation is FALSE?
- The next phase of negotiating, once planning has been completed, is:
- In the beginning of a group sales organization, a salesperson should:
- By definition, the_____, involves a persuasive vocal and visual explanation of a business proposition.
- According to the text, the ______ method of sales presentation is semi-structured
- When compared to other types of sales presentations, memorized selling is:
- Which of the following is a disadvantage of the memorized sales presentation?
- The ______ sales presentation is most appropriate when information needs to be gathered from the prospect, as is often the case in selling industrial products
- The key to selling and negotiating is to always:
- Which of the following sales situations is a salesperson NOT likely to face when making a sales presentation:
- The greatest asset a salesperson who wants to be a strong negotiator can have in entering a negotiation is:
- Typically, the first step of the problem- solution sales presentation is to:
- During the planning stage for negotiation, the salesperson needs to determine:
- A customer profile should tell the salesperson:
- Salespeople need to plan their sales calls in order to
- The salesperson believes the prospect is in the ______ step of the mental steps in buying when he or she closes the sale.
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